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PROGRAM GUIDE
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Together Commerce Alliance PROGRAM GUIDE
TOGETHER COMMERCE ALLIANCE
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The Together Commerce Alliance Program is Toshiba Global Commerce Solutions’ (Toshiba) strategic partnership program designed specifically for companies that have established a commercial relationship with Toshiba to influence, market, sell and support Toshiba’s leading portfolio of solutions and services.
Toshiba is a partner-driven business. Our success is built upon our network of outstanding partners with whom we are committed to a mutually beneficial relationship grounded in a shared goal of innovation, growth and profitable commercial success.
Toshiba commits resources to improve our partners’ skills, knowledge, market penetration and commercial success through the provision of creative education, skills development and co-marketing opportunities.
Toshiba core values of ‘Commitment to People’ and ‘Commitment to the Future’ defines our partnering strategy.
• We will play fairly. • We will be open and treat our partners with respect. • We will act responsibly in our joint business activities. • We will develop technologies and solutions for a global market with a spirit of
innovation to help shape the future and our joint success. • We will partner, Together.
For more information or if you have questions, please contact the Together Commerce Alliance Team at [email protected].
WELCOME TO THE TOGETHER COMMERCE ALLIANCE PROGRAM
PROGRAM GUIDE
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TABLE OF CONTENTS
Program Overview .........................................................................................................4
How to Apply .................................................................................................................5
Channels Partner Program ............................................................................................6
Solution Partner Program .............................................................................................10
Services Partner Program ............................................................................................11
TOGETHER COMMERCE ALLIANCE
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PROGRAM OVERVIEW
Software Solution PartnersPoint of Sale Software PartnersPoint of Sale ISVs are Software Partners that develop or own the marketing rights to one or more ‘point of sale’ software applica-tions, have a validated deployment with Toshiba point-of-sale hardware or Self Checkout solutions and promotes Toshiba as their solution partner.
TCx™ Elevate Software PartnersTCx™ Elevate Software Partners are companies that participate in the Elevate Ecosystem, the commercial and technical program through which Toshiba drives innovation and creates value for retailers that use the TCx™ Elevate Digital Commerce Platform.
TCx™ Pay Software PartnersTCx™ Pay Software Partners are companies that are authorised to resell TCx™ Pay, Toshiba’s global payments software platform, and actively promote TCx™ Pay as their preferred payments solution.
TCx™ Sky Software PartnersTCx™ Sky Platform Partners are ISVs that develop or own the marketing rights to one or more software applications that can be deployed on TCx™ Sky, and actively promote the deployment of their solutions on the TCx™ Sky platform.
VisualStore Software PartnersVisualStore Software Partners are companies that are authorised to resell VisualStore Suite, Toshiba’s omni-channel single core POS platform for hypermarkets, convenience stores, supermar-kets, department stores, specialty stores, multi-store chains and store-in-store retail operations.
Complimentary Software PartnersComplimentary Software Partners are ISVs that deliver stand-alone software solutions to the market that add value to or extend the capability of a Toshiba software solution installed in a Toshiba customer site. CSP’s may have a commercial agreement that en-ables Toshiba to resell their solutions to Toshiba customers, and to access Toshiba’s Support organization for pre-sales, post-sales and defect support.
CHANNEL SALES PARTNERSThe Together Commerce Alliance for Channel Sales Partners is a tier-based program for Business Partner companies that are autho-rized to distribute or resell the Toshiba’s solutions and services portfolio, rewarding the most committed and successful partners with greater recognition, rewards and growth opportunities.
Silver PartnerBusiness Partners that are approved to market solutions and services from Toshiba and have a signed Toshiba’s Business Partner Agreement, or that purchase Toshiba products through an authorized Toshiba Distributor.
Gold PartnerBusiness Partners that achieve higher levels of commercial success and skills through education in Toshiba solutions and services. These Partners are successful in their market segments and demonstrate success through customer references and consistent Toshiba revenue achievement.
Diamond PartnerBusiness Partners that achieve the highest levels of commercial success and skills through education in Toshiba solutions and services. These Partners are experts in their market segments and demonstrate success through multiple customer references and significant Toshiba revenue contribution.
SOLUTION PARTNERSThe Together Commerce Alliance for Solution Partners is focused on building relationships with innovative Independent Software Vendors (ISV’s) and Independent Hardware Vendors (IHV’s). It enables Toshiba to recognize different types of partnership based on how the company engages with Toshiba and the solutions it is developing for the marketplace. All Solution Partners are recognized and promoted through Toshiba’s Partner Directory.
Hardware Solution PartnersHardware Solution Partners are Independent Hardware Vendors that take the time to enable their solutions with Toshiba point-of-sale and Self-Checkout offerings, and actively promote Toshiba as their partner for customer deployments
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HOW TO APPLYTo express your interest in becoming a member of the Together Commerce Alliance, go to www.commerce.toshiba.com and select the “Partners”, then click on the Read More link to access the form. An approved Together Commerce Alliance applica-tion and/or the appropriate commercial agreement is required to begin using any of the Together Commerce Alliance Partner emblems.
SERVICES PARTNERSThe Together Commerce Alliance for Service Partners recognizes the value of companies that influence customer decisions for Toshiba solutions and services. These may be consulting, implementation, integration or financial ser-vices, and also Authorized Service Partners that support Toshiba customers by delivering Warranty and Maintenance Service on behalf of Toshiba.
Consultant & Systems Integration PartnersThe Together Commerce Alliance for Consultant & Systems Integration Partners is for Consulting and Systems Integration companies, recognizing the knowledge and value they bring to customers in terms of helping them select, design, implement and run the best in-store customer experience solutions, actively promoting Toshiba as a key store experience technology partner.
Financial Services PartnersThe Together Commerce Alliance for Financial Services Partners welcomes Financial Services companies that provide customized financing solutions that enable customers to deploy, maintain and refresh technology solutions underpinned with creative financing solutions.
Authorized Service PartnersThe Together Commerce Alliance for Authorized Service Partners recognizes the value Authorized Service Partners bring to Toshiba customers by delivering Warranty and Maintenance Service on behalf of Toshiba. It is for companies that have signed Toshiba’s Authorized Warranty Service Provider Agreement.
To support the success of all types of partner relationship, Toshiba may offer sales incentive or demand generation initiatives on a geographic or country basis. Contact your local Toshiba Representative for further information.
TOGETHER COMMERCE ALLIANCE
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ACHIEVING GOLD CHANNEL PARTNER STATUSTo earn Gold Partner status, Channel Sales Partners must meet the following expectations:
• Obtain 8 Alliance Points overall within the calendar year, including:
• Meeting the Minimum Annual Revenue Attainment requirement.
• Maintaining a minimum of 5 Skills Points.
REVENUE POINTS
Achieve $50K in annual revenue with TGCS 1
SKILLS
Send one individual to geo-specific sales education conference 1
Send one individual to geo-specific technical education conference (where available) 2
Attend an on-site Toshiba Academy Education Workshop 2
Complete an online Toshiba Academy Product Sales Course 1
Complete an online Toshiba Academy Product Technical Course 2
Complete an online Toshiba Academy Service Training Course 1
OTHER
Submit one customer reference from a client using Toshiba offerings. 1
Toshiba selects customer reference submission for development, publication and promotion 2
Have a ‘Go To Toshiba’ link on company website 1
Maintain a Demonstration Center or Showroom for the purposes of showcasing Toshiba offerings 2
Be a contracted Authorized Warranty Service Provider 2
Participate in one of Toshiba’s Software Solution Partner programs (per program) 1
Toshiba TEC sales collaboration 1
COUNTRY MINIMUM ANNUAL REVENUE ATTAINMENT MINIMUM REVENUE POINTS
All Countries $50,000 1
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ACHIEVING DIAMOND CHANNEL PARTNER STATUSTo earn Diamond Partner status, Channel Sales Partners must meet the following expectations:
• Obtain 30 Alliance Points overall within the calendar year, including:
• Meeting the Minimum Annual Revenue Attainment requirement.
• Maintaining a minimum of 12 Skills Points.
REVENUE POINTS
Achieve $50K in annual revenue with TGCS 1
SKILLS
Send one individual to geo-specific sales education conference 1
Send one individual to geo-specific technical education conference (where available) 2
Attend an on-site Toshiba Academy Education Workshop 2
Complete an online Toshiba Academy Product Sales Course 1
Complete an online Toshiba Academy Product Technical Course 2
Complete an online Toshiba Academy Service Training Course 1
OTHER
Submit one customer reference from a client using Toshiba offerings. 1
Toshiba selects customer reference submission for development, publication and promotion 2
Have a ‘Go To Toshiba’ link on company website 1
Maintain a Demonstration Center or Showroom for the purposes of showcasing Toshiba offerings 2
Be a contracted Authorized Warranty Service Provider 2
Participate in one of Toshiba’s Software Solution Partner programs (per program) 1
Toshiba TEC sales collaboration 1
COUNTRY MINIMUM ANNUAL REVENUE ATTAINMENT MINIMUM REVENUE POINTS
Asia Pacific $750,000 15
Canada and South Africa $250,000 5
Europe and Central Eastern Europe $750,000 15
Middle East & Africa (ex. South Africa) $750,000 15
Mexico $750,000 15
Spanish South America $750,000 15
United States $750,000 15
TOGETHER COMMERCE ALLIANCE
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ALLIANCE POINTS CATEGORY DETAILS
RevenuePoints for revenue will be calculated at one point for every $50,000 in Toshiba revenue. To achieve Gold or Diamond level status, the minimum annual revenue attainment level must be achieved. Refer to the table in the Gold and Diamond status pages of this program guide for requirements by geography and/or country.*Revenue points will be reset at the beginning of each Fiscal year (April 1 - March 31). SkillsSales or technical education conferenceBPs receive one (1) point for each employee who attends a Toshiba sponsored sales conference and two (2) points for attending a technical conference. To be eligible, the employee must attend the entire event and complete the post-event evaluation or certification documents. Proof of attendance may be different for each event or geography. Contact your Toshiba Channel Sales Representative for details.* Skills points are valid for a period of one (1) year from the date of attendance. Points associated with an employee that no longer works for the company are invalid from the date the employee leaves their employment.
Workshop attendanceBPs receive two (2) points for attending the following Classroom Workshops, regardless of where the course is physically held.
• TCx™ Sky Basic Workshop• TCx™ Sky Advanced Workshop• Store Integrator GUI Workshop• Store Integrator GUI Updates Workshop• CHEC Basic Workshop• CHEC Engagement Manager Workshop
Current workshops, descriptions, dates and costs can be found in the Classroom Workshop Brochure on the Toshiba Commerce Partner Portal. Each BP employee who attends a workshop will receive two (2) skill points. These points will be valid as long as that employee is with the BP firm and the BP firm sells at least one of the above solutions within two years.To receive points for workshop attendance, include attendee name, email address, as well as the name and date of each workshop on the Alliance application form. Education coursesFor education courses to count toward your Together Commerce Alliance Program level, the following must apply:
• The courses must be taken in the Toshiba Academy.• The course must be related to a Hardware or Software Product sold by Toshiba Global Commerce Solutions to an End Customer.• The course must be completed successfully, and the end-of-course assessment passed.
Education courses may be found in the Toshiba Academy via the link in the Toshiba Commerce Partner Portal.
OtherCustomer ReferenceCustomer References play an important part of building both Toshiba and our Partners credibility in the marketplace. To recog-nize this, Toshiba will award BPs one (1) point for each customer reference nomination submitted. If Toshiba selects the submission, Toshiba will award BPs an additional two (2) points for each refer-ence selected, then work with the partner to develop a customer case study reference and publicize via its various communications channels.
The nominated customer must agree to be a public reference for Toshiba and must have Toshiba point-of-sale or Self Service solu-tions installed in their store(s) no more than 18 months prior to the date of the submission of the customer reference. * Customer reference points are valid for two (2) years from the date of the reference submission. The Customer Reference nomination forms can be found on the homepage of the Toshiba Commerce Partner Portal. Link back to Toshiba website
A BP that provides a link from their website to www.toshibacommerce.com using the web button can earn one point toward their Together Commerce Alliance Program level. Two sizes and colors are
available from your Toshiba representative. If appropriate, your link may also go directly to a product page with-in the www.toshibacommerce.com website. Example: If you mostly sell the TCx 800, your link may go directly to the TCx 800 product page. * Point is valid for the duration of the link remaining live on the Business Partner’s web page. Demonstration Center or ShowroomA Business Partner that has a demonstration center or show-room, with two (2) or more Toshiba systems on display, they can earn one point toward their Together Commerce Alliance Program level. Photographic proof of the display area is required and should be sent to the Together Commerce Alliance Team at [email protected]. * The points will be valid for a period of one (1) year from the date of publication of the reference and must be revalidated annually. Together Commerce Alliance Authorized Service ProviderBusiness Partners that meet the requirements and have signed the necessary contracts to offer warranty service to customers may be awarded Authorized Service Partner status in the Together Com-merce Alliance. Business Partners with this designation may earn two (2) points toward their Gold or Diamond level status. Toshiba will validate eligibility with the Warranty Services team prior to awarding points to the Business Partner. * Points remain valid for the duration of the Business Partner’s contract as an Autho-rized Warranty Service Provider.
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Software Solution Partner Program ParticipationBusiness Partners that participate in any of Toshiba’s Software Solution Partner programs will earn one (1) point for each program that they participate in. For example, a Channel Sales Partner who is also a Software Partner in the Elevate Ecosystem and a TCx™ Printer Partner will earn one additional point for each additional program relationship they hold in the Together Commerce Alliance.* Points remain valid for the duration that the Business Partner remains a member of each Software Partner program.
Toshiba TEC Sales CollaborationAs recognition for the sale of products and solutions from other Toshiba TEC companies, Business Partners will earn one (1) point each for selling the following products to their end-user customers. Sales may be direct or through lead-pass opportunities coordinated with the Toshiba TEC organization:
• Multi-function Printers• Barcode Printers• Digital Engagement Services* Proof of sale will be requested by Toshiba. Point(s) will be valid for a period of one year from the date of sale.
BENEFITS SILVER GOLD DIAMOND
Use of Together Commerce Alliance Partner Emblem Access Product Sales, Marketing, Technical and Competitive Resources via the Toshiba Commerce Partner Portal
Online Access to Pre-Sales Support via Service Request Tool Access the Toshiba Academy for Online & Classroom Education Free Access to Toshiba Briefing Centers / Showrooms Discounted Demonstration Hardware / Software Program Participate in geo-specific Sales Incentive Programs1 Participate in geo-specific Demand Generation Programs1 Collaboration at conferences and events Enhanced recognition at conferences and events for Gold & Diamond Partner attendees1 Access to Marketing on Demand site for on-demand printing, digital marketing assets and co-branded sales material 2
Receive a Gold or Diamond Business Partner Recognition Plaque Receive 50% discount of the registration fee for local Toshiba Partner Sales / Technical Event for two staff members3
Receive 100% discount of the registration fee for local Toshiba Partner Sales / Technical Event for two staff members3
1Where announced or available in your country / region2Contact your Channel Sales Representative for details concerning how to access this collateral 3Availability, reimbursement value and process may vary by geography. Please contact your Channel Sales Representative for further details.
TOGETHER COMMERCE ALLIANCE
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TOGETHER COMMERCE ALLIANCE FOR SOLUTIONS PARTNERSThe Together Commerce Alliance for Solutions Partners is focused on building relationships with innovative Independent Software Vendors (ISV’s) and Independent Hardware Vendors (IHV’s). It enables Toshiba to recognize different types of partnership based on how the company engages with Toshiba and the solutions it is developing for the marketplace. All Solutions Partners are recognized and promoted through Toshiba’s Partner Directory.
Requirements to become a Together Commerce Alliance Solutions Partner• Solutions Partners must develop or own the marketing rights
to the solutions that run on a Toshiba hardware or software platform.
• Solutions Partners must participate in one of the program cat-egories within the Solutions Partners program and follow each program appointment criteria.
• IHV’s are typically Original Equipment Manufacturers (OEMs), and other non-software related technology vendors that are eligi-ble to apply to become a Solution Partner.
• Solutions Partners should be willing to enter into a commercial agreement enabling Toshiba to resell their solutions, where appropriate.
• Solutions Partners must provide details concerning where their solution is installed in a live Toshiba customer environment with Toshiba products.
• All partners must agree to list their solution in Toshiba’s Partner Directory
Benefits of being a Together Commerce Alliance Solutions Partner• Differentiate your solution from others in the industry• Leverage your status as a Together Commerce Alliance
Solutions Partner by using the Solution Partner emblem• Gain exposure to customers as a validated Solutions Partner
through being listed in Toshiba’s Partner Directory.• Depending on which sub-Solution Partner Program you par-
ticipate in, receive additional program-related benefits per the program design description
• Opportunity to participate in Toshiba sales and technical confer-ences *
• Opportunity to participate in Toshiba trade events *• Opportunity to network with Toshiba executives, sales teams and
BPs to showcase your solutions *
* Invitation based.
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Requirements to become a Together Commerce Alliance Consulting & Systems Integration Partner• Be recognized as a global or regional Consulting and / or
Systems Integration specialist in the retail industry • Be engaged in retail consulting activities and be actively
promoting Toshiba technologies as part of solution design recommendations to customers
• Be willing to engage with Toshiba Global Services in a prime or sub-contractor relationship to support the delivery of customer projects
Requirements to become a Together Commerce Authorized Service Partner• Be eligible to sell Toshiba Products and have sold products to
customers to whom you will be providing Warranty Service.• Have a signed Authorized Warranty Service Provider Agreement
(AWSP)
Requirements to become a Together Commerce Alliance Financial Services Partner • Be a company providing Financial Services products in support
of technology acquisition activities Benefits of being a Together Commerce Alliance Services Partner• Differentiate your company and from others in the industry• Leverage your status as a Together Commerce Alliance Services
• Partner by using Toshiba Services Partner emblem.• Gain exposure to customers as a Services Partner through being
listed in Toshiba’s Partner Directory.• Opportunity to participate in Toshiba sales and technical
conferences *• Opportunity to participate in Toshiba trade events *• Earn an additional two (2) points toward Gold and Diamond
status for Channel Sales Partners
* Invitation based.
TOGETHER COMMERCE ALLIANCE FOR SERVICES PARTNERSThe Together Commerce Alliance for Authorized Service Partners recognizes the value Authorized Service Partners bring to Toshiba customers by delivering Warranty and Maintenance Service on behalf of Toshi-ba. It is for companies that have signed Toshiba’s Authorized Warranty Service Provider Agreement.
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Copyright © 2019Toshiba Global Commerce Solutions, Inc. All rights reserved.
Toshiba Global Commerce Solutions, Inc. 3901 S. Miami Blvd.
Durham, NC 27703 | U.S.A.www.toshibacommerce.com
Toshiba and the Toshiba logo are trademarks or registered trademarks of Toshiba in the United States, other countries, or both. All other trademarks and logos are the
property of their respective owners. Information in this document is subject to change without notice.
The use of the Toshiba name throughout this document is used only in relation to Toshiba Global Commerce Solutions, Inc. and does not imply a relationship with any
other Toshiba organization.
Not all Toshiba products and services are available in every country.
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